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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in leading and developing sales teams across EMEA and AMER, with a strong focus on pipeline generation and new-logo acquisition. Proven ability to align strategies with corporate revenue goals while fostering a positive organizational culture.
Highest-signal resume keywords
B2B Software Sales ExperiencePipeline Generation LeadershipManager-Level People ManagementOutbound/Top-Of-Funnel StrategyCRM and Marketing Automation Proficiency
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Strategy DevelopmentQuota SettingRevenue ReportingMarket AnalysisCoaching and MentoringValue-Based SellingBusiness Case DevelopmentGo-To-Market StrategyTeam Metrics EstablishmentNegotiation Skills
Soft Skills
Strong Executive PresenceRelationship BuildingPresentation SkillsVerbal CommunicationWritten Communication
Tools & Technologies
SalesforceClariMarketoGitLab
Industry Keywords
B2B SalesNew-Business QuotasMulti-Region OperationsSmall and Medium Business SalesCross-Functional Collaboration
About the role
Key responsibilities & impact- Own the end-to-end new-logo strategy across EMEA, AMER, and BDR/SDR pipeline-generation functions
- Lead, develop, and hold accountable four manager-level direct reports and their teams
- Build and iterate the outbound and top-of-funnel playbook from pipeline generation through regional deal execution
- Set unified quota, territory, and coverage strategy across EMEA and AMER new-logo teams
- Build cross-functional relationships and influence roadmaps across regions
- Partner with senior sales, marketing, and RevOps leadership to align strategy with corporate revenue goals
- Drive cross-regional forecasting, pipeline health, and revenue reporting
- Analyze regional market dynamics to maximize successes and create growth opportunities
- Educate the organization on competitive products, regulations, trends, customer needs, and pricing
- Establish and report team- and organization-level metrics and address performance gaps
- Ensure the new-business plan supports corporate revenue goals
- Recruit and hire manager-level talent and build a pipeline of future leadership hires
- Foster a positive culture across a multi-region, multi-function organization
Requirements
What you’ll need- Proven track record leading multiple sales or pipeline-generation teams, ideally across regions
- History of exceeding new-business quotas at a team and org level, and coaching managers to do the same
- 8+ years of B2B software sales experience
- 4+ years in a people-management role
- Experience managing managers strongly preferred
- Demonstrated success building and scaling outbound/top-of-funnel motions (BDR/SDR) alongside direct new-logo sales execution
- Experience operating across regions, ideally EMEA and AMER; APJ experience is a bonus
- Demonstrated resilience, intelligence, and creativity in building business cases and go-to-market strategy at an org level
- Ability to coach managers on team leadership, technical sales, and value-based selling
- Experience selling to small and medium businesses
- Experience utilizing CRM and marketing automation systems such as Salesforce, Clari, and Marketo
- Strong executive presence
- Strong relationship-building and negotiation skills
- Strong presentation skills and executive-level written and verbal communication
- Ability to use GitLab
- Ability to travel if needed and comply with the company's travel policy
- Ability to work in accordance with GitLab values
Benefits
Comp & perks- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave
- Sales incentive pay targeted at up to 100% of offered base salary
- Remote work arrangement